Ooma, Inc. (Ooma): Modelo de Negócios Canvas [Jan-2025 Atualizado]

No cenário em rápida evolução da comunicação comercial, a Ooma, Inc. se destaca como uma força transformadora, reimaginando como as organizações se conectam, colaboram e se comunicam. Ao alavancar a tecnologia VoIP baseada em nuvem, o Ooma oferece um conjunto abrangente de soluções de comunicação que capacitam empresas de todos os tamanhos a otimizar sua eficiência operacional e reduzir os custos de comunicação. Esse mergulho profundo na Canvas de modelo de negócios da Ooma revela o projeto estratégico por trás de sua abordagem inovadora, oferecendo informações sobre como esse líder de tecnologia cria valor, cria relacionamentos e impulsiona o crescimento sustentável no mercado de telecomunicações competitivas.

Ooma, Inc. (Ooma) - Modelo de Negócios: Principais Parcerias

Provedores de serviços em nuvem para infraestrutura e escalabilidade

Provedor de nuvem	Detalhes da parceria	Gasto anual
Amazon Web Services (AWS)	Parceiro de infraestrutura em nuvem primária	US $ 3,2 milhões em 2023
Microsoft Azure	Suporte secundário à infraestrutura em nuvem	US $ 1,1 milhão em 2023

Operadoras de rede de telecomunicações

Transportadora de rede	Escopo da parceria	Pontos de interconexão
Comunicações da Verizon	Interconexão de rede de voz e dados	187 áreas metropolitanas
AT&T	Serviços de telefonia por atacado	214 mercados geográficos

Fabricantes de hardware para dispositivos VoIP

• Polycom (agora poli)
• Sistemas Cisco
• Tecnologia da rede Yealink

Valor total de aquisição de hardware em 2023: US $ 8,7 milhões

Revendedor e parceiros de distribuição

Tipo de parceiro	Número de parceiros	Contribuição anual da receita
Provedores de serviços gerenciados	342 parceiros ativos	US $ 17,4 milhões
Revendedores de valor agregado	214 parceiros ativos	US $ 12,6 milhões

Parceiros de integração de software

• Salesforce
• Microsoft Dynamics
• Zendesk
• ServiceNow

Receita de Parceria de Integração de Software Total: US $ 5,3 milhões em 2023

Ooma, Inc. (Ooma) - Modelo de Negócios: Atividades -chave

Desenvolvimento do sistema telefônico de VoIP

A Ooma investiu US $ 12,7 milhões em despesas de pesquisa e desenvolvimento no ano fiscal de 2023. A empresa mantém uma equipe de engenharia dedicada de 87 desenvolvedores de software e hardware focados na tecnologia VoIP.

Métricas de desenvolvimento	2023 dados
Despesas de P&D	US $ 12,7 milhões
Tamanho da equipe de engenharia	87 profissionais
Aplicações de patentes	6 novas patentes de telecomunicações

Manutenção da plataforma de comunicação em nuvem

A Ooma opera uma infraestrutura em nuvem que suporta 2,4 milhões de assinantes de negócios e residenciais ativos na América do Norte.

• 99,99% de confiabilidade de tempo de atividade da plataforma
• 3 data centers redundantes
• Capacidade gerenciada da rede de 500 terabits por segundo

Suporte ao cliente e serviços técnicos

A Ooma mantém uma equipe de suporte ao cliente de 156 profissionais dedicados, fornecendo assistência técnica multilíngue.

Métricas de suporte	2023 desempenho
Equipe de apoio	156 profissionais
Tempo médio de resposta	12 minutos
Taxa de satisfação do cliente	87.5%

Inovação de produtos e atualizações de software

Em 2023, o Ooma lançou 14 principais atualizações de software e 3 novas linhas de produtos de comunicação.

• 14 grandes lançamentos de software
• 3 introduções de nova linha de produtos
• A IA contínua e a integração de aprendizado de máquina

Vendas e marketing de soluções de comunicação

A Ooma alocou US $ 22,3 milhões aos esforços de vendas e marketing no ano fiscal de 2023, visando empresas pequenas e médias e consumidores residenciais.

Métricas de vendas e marketing	2023 dados
Gasto de marketing	US $ 22,3 milhões
Nova aquisição de clientes	178.000 assinantes
Distribuição do canal	Online: 62%, varejo: 38%

Ooma, Inc. (Ooma) - Modelo de Negócios: Recursos Principais

Tecnologia de comunicação baseada em nuvem proprietária

Plataforma de comunicação baseada em nuvem de Ooma a partir do quarto trimestre 2023:

Métrica de tecnologia	Dados específicos
Infraestrutura total da nuvem	99,99% de confiabilidade no tempo de atividade
Conexões de voz sobre IP (VoIP)	1,5 milhão de linhas comerciais e residenciais ativas
Investimento de tecnologia anual	US $ 12,4 milhões de despesas de P&D

Equipe de engenharia de software

Composição da força de trabalho de engenharia de Ooma:

• Funcionários totais de engenharia de software: 127
• Experiência média de engenharia: 7,3 anos
• Porcentagem com graus técnicos avançados: 68%

Propriedade intelectual e patentes

Categoria de patentes	Número de patentes registradas
Patentes de tecnologia de comunicação	37 patentes ativas
Algoritmos de comunicação exclusivos	22 algoritmos proprietários

Banco de dados do cliente

Métricas de banco de dados de clientes para 2023:

• Total de clientes comerciais: 76.500
• Total de clientes residenciais: 1,2 milhão
• Taxa anual de retenção de clientes: 87,3%

Forte reputação da marca

Métrica de reconhecimento de marca	Dados específicos
Pontuação do promotor líquido	64 de 100
Classificação de satisfação do cliente	4,5/5 estrelas
Prêmios da indústria	7 prêmios de inovação tecnológica

Ooma, Inc. (Ooma) - Modelo de Negócios: Proposições de Valor

Soluções de comunicação comercial econômica

Estrutura de preços de Ooma para soluções de comunicação comercial a partir do quarto trimestre 2023:

Nível de serviço	Custo mensal	Características
Escritório de Ooma básico	$ 19,99/usuário	Sistema de telefone VoIP básico
Ooma Office Pro	$ 24,99/usuário	Gerenciamento avançado de chamadas
Ooma Office Enterprise	$ 29,99/usuário	Suíte de comunicação completa

Sistemas de telefone VoIP flexíveis e escaláveis

Métricas de escalabilidade para soluções VoIP da Ooma:

• Suporte para 5-500 usuários por implantação de negócios
• Suporta vários locais de escritório
• Infraestrutura baseada em nuvem, permitindo escala instantânea

Recursos avançados como integração de aplicativos móveis

Estatísticas de desempenho do aplicativo móvel:

Plataforma	Download taxas	Classificações de usuário
aplicativo iOS	250.000 mais de downloads	4,5/5 estrelas
App Android	175.000 mais de downloads	4,3/5 estrelas

Segurança e confiabilidade da qualidade corporativa

Métricas de segurança e confiabilidade:

• 99.999% Garantia de tempo de atividade
• Criptografia de ponta a ponta para todas as comunicações
• Conformidade HIPAA e PCI DSS

Infraestrutura de comunicação simplificada para empresas

Estatísticas de implantação de infraestrutura:

Tipo de implantação	Tempo médio de configuração	Satisfação do cliente
Nuvem pbx	2-4 horas	Taxa de satisfação de 92%
Integração local	1-2 dias	Taxa de satisfação de 88%

Ooma, Inc. (Ooma) - Modelo de Negócios: Relacionamentos do Cliente

Portal de suporte de autoatendimento on-line

Ooma fornece um portal de suporte on -line abrangente com os seguintes recursos importantes:

Canal de suporte	Disponibilidade	Tempo de resposta
Base de conhecimento	24/7	Acesso imediato
Fóruns da comunidade	24/7	Respostas orientadas pelo usuário
Guias de solução de problemas	24/7	Referência instantânea

Equipe de sucesso do cliente dedicada

Ooma mantém uma equipe especializada de sucesso do cliente com a seguinte estrutura:

Segmento de equipe	Área de foco	Frequência de interação do cliente
Suporte técnico	Resolução de problemas	Conforme necessário
Gerenciamento de contas	Estratégias de retenção	Trimestral
Especialistas a integração	Configuração inicial	Durante a implementação

Ofertas de teste gratuitas

Ooma oferece as seguintes opções de teste gratuito:

• Teste gratuito de 14 dias para sistemas telefônicos de negócios
• Teste de serviço telefônico sem risco de 30 dias
• Acesso ilimitado aos recursos principais durante o período de teste

Integração e implementação personalizadas

O processo de implementação de Ooma inclui:

• Consulta de configuração personalizada
• Sessões de treinamento individuais
• Tarefa especializada em implementação dedicada

Comunicações de atualização regular de produtos

Canal de comunicação	Freqüência	Tipo de conteúdo
Boletins por e -mail	Mensal	Recursos do produto
Notificações no aplicativo	Em tempo real	Atualizações do sistema
Webinars	Trimestral	Treinamento avançado

Ooma, Inc. (Ooma) - Modelo de Negócios: Canais

Plataforma de vendas on -line direta

A plataforma de vendas on -line direta da Ooma gerou US $ 172,3 milhões em receita para o ano fiscal de 2023. O tráfego do site de 1,2 milhão de visitantes exclusivos por mês suporta canais de vendas diretas.

Métrica de vendas on -line	2023 dados
Receita online total	US $ 172,3 milhões
Visitantes mensais do site	1,2 milhão
Taxa de conversão	3.7%

Equipe de vendas corporativa

A divisão de vendas corporativa gerou US $ 54,6 milhões em receita comercial para empresa durante 2023. A equipe de vendas consiste em 87 representantes de contas corporativas dedicadas.

• Valor médio do contrato corporativo: US $ 127.500
• Taxa de retenção de clientes da empresa: 92%
• Número de clientes corporativos: 426

Rede de revendedores autorizados

A Ooma mantém 213 parcerias autorizadas de revendedores nos Estados Unidos e no Canadá. O Reseller Channel contribuiu com US $ 46,2 milhões em 2023 receita.

Métrica de rede de revendedores	2023 dados
Total Reseller Partners	213
Receita do canal do revendedor	US $ 46,2 milhões
Receita média de parceiro	$216,854

Canais de marketing digital

As despesas de marketing digital atingiram US $ 12,4 milhões em 2023. Os canais incluem anúncios do Google, publicidade de mídia social e campanhas de email direcionadas.

• Gasses de anúncios do Google: US $ 5,6 milhões
• Publicidade de mídia social: US $ 4,2 milhões
• Orçamento de marketing por email: US $ 2,6 milhões

Conferência de Tecnologia e Exposições da Feira de Comércio

O Ooma participou de 24 conferências e feiras de tecnologia durante 2023. O orçamento total de exposições e marketing de eventos foi de US $ 3,8 milhões.

Métrica de participação da conferência	2023 dados
As conferências totais compareceram	24
Orçamento de marketing de exposições	US $ 3,8 milhões
Leads gerados	1,647

Ooma, Inc. (Ooma) - Modelo de Negócios: Segmentos de Clientes

Pequenas e médias empresas

O Ooma tem como alvo pequenos e médios empresas com receita anual entre US $ 1 milhão e US $ 50 milhões. A partir do quarto trimestre 2023, esse segmento representa aproximadamente 62% da base total de clientes da Ooma.

Categoria de tamanho de negócios	Porcentagem do cliente	Gasto mensal médio
1-10 funcionários	38%	$129.99
11-50 funcionários	24%	$249.99

Organizações em nível empresarial

Os clientes corporativos com mais de 100 funcionários representam 22% dos segmentos de clientes da Ooma em 2024.

Segmento corporativo	Contagem de clientes	Valor anual do contrato
100-500 funcionários	1.247 clientes	$487,000
Mais de 500 funcionários	523 clientes	US $ 1,2 milhão

Força de trabalho remota e distribuída

Com o surgimento do trabalho remoto, Ooma capturou 16% de sua base de clientes de segmentos de força de trabalho distribuídos.

• Tamanho médio da equipe remota: 25 funcionários
• Gasto de comunicação mensal por funcionário remoto: US $ 89,99
• Indústrias primárias: tecnologia, serviços profissionais, assistência médica

Empresas de serviços profissionais

As empresas de serviços profissionais representam 12% dos segmentos totais de clientes da Ooma em 2024.

Categoria de serviço profissional	Porcentagem do cliente	Assinatura mensal média
Empresas jurídicas	4.5%	$299.99
Empresas de consultoria	3.8%	$249.99
Empresas de contabilidade	3.7%	$219.99

Empresas de startups e tecnologia

As startups de tecnologia constituem 8% da base de clientes da Ooma em 2024.

• Etapas de financiamento direcionadas: semente para a série B
• Tamanho médio da equipe: 15-75 funcionários
• Orçamento de comunicação mensal: US $ 179,99 por usuário

Ooma, Inc. (Ooma) - Modelo de Negócios: Estrutura de Custo

Despesas de pesquisa e desenvolvimento

Para o ano fiscal de 2023, a Ooma, Inc. relatou despesas de pesquisa e desenvolvimento de US $ 31,4 milhões, representando 18,7% da receita total.

Ano fiscal	Despesas de P&D	Porcentagem de receita
2023	US $ 31,4 milhões	18.7%
2022	US $ 28,6 milhões	17.5%

Manutenção da infraestrutura em nuvem

O Ooma aloca aproximadamente US $ 12,5 milhões anualmente para manutenção de infraestrutura em nuvem e custos operacionais.

• Despesas de provedores de serviços em nuvem: US $ 7,2 milhões
• Manutenção de infraestrutura de rede: US $ 3,8 milhões
• Segurança e conformidade: US $ 1,5 milhão

Investimentos de vendas e marketing

No ano fiscal de 2023, a Ooma investiu US $ 45,6 milhões em esforços de vendas e marketing, representando 27,2% da receita total.

Canal de marketing	Gasto
Marketing digital	US $ 18,3 milhões
Vendas diretas	US $ 15,7 milhões
Programas de parceiros de canal	US $ 11,6 milhões

Operações de suporte ao cliente

Os custos de suporte ao cliente para Ooma totalizaram US $ 16,2 milhões em 2023, com foco na manutenção de serviços de alta qualidade.

• Salários da equipe de suporte: US $ 9,5 milhões
• Infraestrutura de suporte técnico: US $ 4,3 milhões
• Treinamento e desenvolvimento: US $ 2,4 milhões

Custos de produção de hardware e software

As despesas de produção de hardware e software da Ooma atingiram US $ 22,8 milhões no ano fiscal de 2023.

Categoria de custo	Quantia
Fabricação de hardware	US $ 15,6 milhões
Desenvolvimento de software	US $ 7,2 milhões

Ooma, Inc. (Ooma) - Modelo de negócios: fluxos de receita

Serviços de assinatura mensais

Ooma Office Pro: US $ 19,99/mês por usuário Ooma Office Enterprise: US $ 24,99/mês por usuário Ooma Home: US $ 9,99/mês para serviço básico

Camada de assinatura	Preço mensal	Principais recursos
Escritório de Ooma básico	$9.99	Recursos de comunicação padrão
Ooma Office Pro	$19.99	Gerenciamento avançado de chamadas
Ooma Enterprise	$24.99	Suíte de comunicação completa

Vendas de dispositivos de hardware

Ooma Telo: US $ 99,99 Sistema telefônico do escritório de ooma: US $ 249,99 Ooma IP Telefone: $ 79,99 - $ 199,99

Preço do pacote de comunicação corporativa

• Pacote para pequenas empresas: US $ 249,99/mês
• Pacote de Média Enterprise: US $ 499,99/mês
• Pacote de grande empresa: US $ 999,99/mês

Taxas de implementação de serviço profissional

Taxa de configuração inicial: $ 299,99 Configuração complexa de rede: $ 599,99 Serviços de integração personalizada: US $ 1.499,99

Recursos adicionais e receitas de atualização

Recurso	Custo mensal
Gravação de chamada aprimorada	$9.99
Análise avançada	$24.99
Pacote de chamadas internacionais	$14.99
Integração de aplicativos móveis	$4.99

Ooma, Inc. (OOMA) - Canvas Business Model: Value Propositions

You're looking at the core reasons customers choose Ooma, Inc. over the competition right now, grounded in the numbers from the fiscal year ended January 31, 2025, and early 2025 market positioning.

Ooma Office: Enterprise-grade UCaaS features for SMBs at an affordable price

Ooma Office delivers features that help small to medium-sized businesses (SMBs) sound professional without the enterprise price tag. The platform won PCMag's Business Choice Award for Overall VoIP Service in 2025, achieving an Overall Satisfaction score of 9.0, which was 0.9 points ahead of the average for all providers in that survey. Subscription and services revenue for Ooma Business, which includes Ooma Office, was a primary driver of the total fiscal year 2025 revenue of $256.9 million.

The tiered pricing structure is designed to meet varying SMB needs:

Plan Tier	Monthly Price Per User	Key Feature Differentiator
Essentials	$19.95 /user/month	Voicemail Transcription
Pro	$24.95 /user/month	Video Conferencing (up to 25 participants)
Pro Plus	$29.95 /user/month	Video Calls (up to 100 participants)

This pricing is for service plans, excluding taxes and fees, and notably, no long-term contract is required.

Ooma AirDial: All-in-one replacement for aging, expensive copper POTS lines

Ooma AirDial addresses the industry-wide copper sunset, which has seen leading operators raise prices by as much as 400 percent. This solution is positioned as a turnkey replacement, combining hardware, data connectivity, and phone service from a single vendor, which reduces implementation and management costs compared to multi-vendor setups. Frost & Sullivan recognized this value, selecting Ooma AirDial as the 2025 Competitive Strategy Leader for Best Practices in the North American POTS replacement industry.

The momentum in this segment is clear:

• Bookings for Ooma AirDial more than doubled year-over-year as of the third quarter of fiscal 2026 reporting period.
• Secured a large national retail win with an anticipated rollout across approximately 3,000 locations.
• The solution is being resold through new strategic partners, including Frontier Communications and a large national cable company.

Ooma Telo: Affordable residential landline experience with advanced features

For residential consumers, the value proposition centers on an affordable landline experience. The Ooma Telo base unit was priced at $79.99 (down from $99.99) as of July 2025, with the core service being free, requiring only payment of applicable taxes and fees.

The premium residential offering, Ooma Premier, costs $9.99 monthly and adds features like:

• Robocall blocking.
• Address-based 911 service.
• The ability to save customers more than $2 billion since 2007 by switching from traditional providers.

Wholesale platform (2600Hz) for carriers to build custom UCaaS/CPaaS solutions

The 2600Hz platform, acquired in late 2023, provides a modern, flexible underlying platform for other communications providers to build their own Unified Communications as a Service (UCaaS) and Communications Platform as a Service (CPaaS) offerings. This segment contributed to the growth in Subscription and services revenue, which totaled $238.6 million in fiscal year 2025, representing 93% of total revenue. At the time of acquisition, 2600Hz was expected to add approximately $7 million in annual recurring revenue.

Superior ease of use and high-definition PureVoice HD quality

Ease of use is a quantifiable advantage. For Ooma Office, the setup process is noted as much simpler than other solutions, with most users able to set up their system in 15 to 20 minutes using the Express Setup Assistant.

The commitment to quality is reflected in the audio technology:

• Ooma Telo and other services include high-quality audio with PureVoice technology.
• Ooma Office received particularly notable scores for setup, reliability, ease of use, and call quality in the PCMag survey.

Overall, Ooma's core users across Business and Residential totaled 1,234,000 as of January 31, 2025.

Ooma, Inc. (OOMA) - Canvas Business Model: Customer Relationships

You're looking at a platform that clearly separates its customer relationship approach based on the segment, which is defintely smart for managing resources.

For residential and small business setup, the relationship leans heavily toward automation and self-service, leveraging the platform's inherent simplicity.

• The PCMag 2025 survey gave Ooma an 9.1 out of 10 for Ease of Use.
• The same survey awarded a 9.1 for Setup in 2025.
• The Ooma Telo residential product emphasizes an affordable entry point, sometimes only requiring payment for taxes and fees.
• The Ooma Office mobile app has an average rating of 4.9/5 stars from over 7,100 people as of March 2025 on the App Store.

When you move to Ooma Business and enterprise customers, the relationship shifts to a more dedicated, high-touch model, which makes sense given the higher lifetime value of those accounts.

• Ooma is focused on four key segments, including Ooma Office for small business communications and Ooma 2600Hz for wholesale platform services.
• Ooma provides 24/7 live customer support to all Ooma business customers without exception.
• Ooma Office Pro Plus users gain access to helpdesk and CRM integrations, supporting a deeper, more personalized operational relationship.
• For call center needs, Ooma Office Pro users can create up to 5 separate call queues, while Enterprise Call Center users have unlimited queues.
• The PCMag 2025 rating for Tech Support was 8.8.

Self-troubleshooting is supported through digital resources, though customer feedback suggests mixed results on the consistency of that information.

• Ooma maintains a robust knowledge base with articles and how-to videos.
• A customer discussion forum is accessible for self-help.
• In a recent survey, 76% of Ooma Office users rated sound quality as an eight or higher on a scale of one to 10.
• Less than 3% of users reported experiencing regular call quality issues.

The entire structure is built to foster long-term, recurring relationships through a subscription-based model, which is the core financial driver for Ooma, Inc.

Here's the quick math on the recurring revenue base for the fiscal year ended January 31, 2025:

Metric	Amount (FY2025)
Total Revenue	$256.9 million
Subscription and Services Revenue	$238.6 million
Subscription Revenue as Percentage of Total Revenue	93%
Ooma Business Subscription & Services Revenue Growth (YoY)	13%
Total Users on Platform	Over 1.2 million

This high percentage of recurring revenue, accounting for $238.6 million of the total $256.9 million in FY2025, shows the stickiness of the customer relationship.

Finance: review the Q1 FY2026 cash flow projections against the FY2025 cash flow from operations of $26.6 million by next Tuesday.

Ooma, Inc. (OOMA) - Canvas Business Model: Channels

You're looking at how Ooma, Inc. gets its services and hardware into the hands of customers, and the numbers show a clear preference for recurring revenue streams over one-time device sales. The core of the channel strategy is pushing the subscription side, which was 93% of total revenue in the fourth quarter of fiscal year 2025, totaling $238.6 million for the full year.

Here's a quick look at the top-line performance for the fiscal year ending January 31, 2025, which gives you the scale of the channels:

Metric	Fiscal Year 2025 (Ended Jan 31, 2025)	Q2 Fiscal 2025 (Ended July 31, 2024)
Total Revenue	$256.9 million	$64.1 million
Subscription and Services Revenue	$238.6 million	$59.6 million
Subscription and Services Revenue as % of Total	93%	93%

The direct sales force is definitely key for Ooma Business and the wholesale platform solutions like Ooma 2600Hz. Ooma Business revenue growth was a primary driver for the 8% year-over-year total revenue growth in fiscal 2025. Furthermore, the planned acquisition of Phone.com, which uses direct sales channels, is expected to add $22-$23 million in annual revenue, indicating a continued focus on direct and digitally-enabled business acquisition.

For device sales, which fall under the 'other revenue' bucket, the channel mix isn't broken out specifically for Best Buy or Costco.com, but the overall product and other revenue is part of the total. The mobile apps are the digital front door for service activation and on-the-go communications for the user base, which stood at more than 2 million users as of late 2025.

Third-party reseller partnerships are critical, especially for the Ooma AirDial POTS replacement solution, which is designed to replace aging copper lines. Progress here is tangible:

• Ooma announced new partnerships in fiscal 2025 with Frontier Communications, a large national cable company, and a medium-sized competitive local exchange carrier to resell Ooma AirDial.
• Two of those new partners also want to resell Ooma Telo for residential line replacement.
• As of the second quarter of fiscal 2026 (reported August 2025), Ooma was approaching 35 AirDial partner resellers, having signed three new ones that quarter.
• Ooma secured its largest customer win to date via this channel: a national U.S. retailer deploying AirDial to over 3,000 locations.

The mobile apps are the digital interface for service activation and managing communications when away from the desk. While specific usage statistics aren't public, the entire service delivery model relies on the cloud platform accessed via these apps for both Ooma Office and residential users.

Ooma, Inc. (OOMA) - Canvas Business Model: Customer Segments

You're looking at the core groups Ooma, Inc. targets to drive its subscription revenue, which hit $238.6 million in fiscal year 2025, making up 93% of total revenue. The company clearly segments its market to address distinct communication needs across the board.

Small and medium-sized businesses (SMBs) using Ooma Office

This segment is the primary growth engine for Ooma Business, which saw its subscription and services revenue grow by 13% year-over-year in fiscal 2025. Ooma Office targets SMBs with tiered, contract-free plans. The entry point is the Essentials plan, priced at $19.95 per user per month. For growing operations, the Pro plan is $24.95 per user/month, and the top-tier Pro Plus plan is $29.95 per user/month. Honestly, the appeal here is the low starting cost combined with enterprise-grade features, though you should note that features like call recording are only on the Pro tier and above.

Businesses with mission-critical systems needing POTS line replacement (AirDial)

The AirDial offering directly addresses the copper sunset, replacing Plain Old Telephone Service (POTS) lines for mission-critical devices like fire alarms and elevator phones. This is a specialized, high-value niche. While Ooma doesn't publish the exact number of AirDial lines, we know that one technology support partner manages over 1,000 POTS replacement lines across multiple customers using Ooma AirDial's Remote Device Management portal. This shows real traction in managing distributed, critical infrastructure.

Residential consumers seeking a low-cost, feature-rich home phone service (Ooma Telo)

The residential consumer base uses the Ooma Telo device, which requires a one-time hardware purchase, currently listed at $99.99 for the standard unit. The basic service is marketed as free, with users only paying for applicable taxes and fees, which typically amount to just a few dollars monthly. If you want to keep your old number, Ooma charges a one-time porting fee of $39.99 per number. For advanced features, the Premier plan adds a base monthly fee of $9.99.

Other communications providers, carriers, and resellers (2600Hz wholesale platform)

The 2600Hz platform serves other communications providers, carriers, and developers, offering a Communications Platform as a Service (CPaaS) and Call Center as a Service (CCaaS) backbone. Ooma acquired 2600Hz on October 23, 2023, for $33 million. This segment is strategic, evidenced by announcements like Service Titan choosing 2600Hz as the foundation for its next-generation solution during fiscal 2025. This wholesale channel leverages Ooma's technology to reach markets Ooma might not serve directly.

Here's a quick look at the scale and pricing anchors across these customer-facing areas as of the end of fiscal 2025:

Customer Segment	Key Metric/Anchor	Associated Value (FY2025 or Current)
Overall Core Users	Total Core Subscribers (Business & Residential)	1,234,000 users
Ooma Office (SMB)	Starting Monthly Price (Essentials Plan)	$19.95 per user/month
Ooma Office (SMB)	Ooma Business Subscription Revenue Growth (YoY)	13%
AirDial (POTS Replacement)	Example Managed Lines by a Partner	Over 1,000 lines
Ooma Telo (Residential)	One-Time Hardware Cost (Standard Telo)	$99.99
Ooma Telo (Residential)	Premier Plan Monthly Fee	$9.99
2600Hz (Wholesale)	Acquisition Cost	$33 million

The customer base is clearly segmented to maximize recurring revenue capture across different price sensitivities and technical needs. You can see the strategy in action:

• Ooma Office: Targets small teams with low-cost, no-contract entry at $19.95/user/month.
• AirDial: Focuses on high-reliability, mission-critical needs, managing complex device fleets.
• Ooma Telo: Captures the cost-conscious home user with a low upfront cost of $99.99.
• 2600Hz: Provides a platform for other providers, which contributed to the $238.6 million in Subscription and Services revenue for FY2025.

Ooma, Inc. (OOMA) - Canvas Business Model: Cost Structure

You're looking at the core expenses that drive Ooma, Inc.'s operations, which is key to understanding their path to profitability. The cost structure is heavily influenced by maintaining a high-quality, scalable cloud platform.

The cost of revenue for subscription services shows a high degree of operating leverage, though the latest reported GAAP gross margin for the second quarter of Fiscal Year 2026 was 62%. Historically, the subscription and services gross margin for the nine months ended October 31, 2023, was 72%. This difference reflects the current mix, as the heavier installation volume from AirDial deployments impacts the blended gross margin.

Sales and marketing (S&M) expenses are a significant outlay, reflecting the push for growth, especially in the business segment. For the second quarter of Fiscal Year 2026, Sales and marketing expenses totaled $18 million. Here's the quick math: that represented 27% of the total Q2 FY2026 revenue of $66.4 million.

Investment in the platform remains a priority, evidenced by Research and Development (R&D) spending. For Q2 FY2026, R&D expenses were $11.5 million. This spending was 17% of total revenue for the quarter, showing R&D efficiency as the company stated R&D expenses were down 6% year-over-year, even as revenue grew.

The underlying costs to deliver the service are substantial. These include network connectivity, co-location fees, and third-party support, which are embedded within the Cost of Revenue. For instance, in the third quarter of Fiscal Year 2025, the cost of subscription and services revenue included a $0.6 million increase in infrastructure costs year-over-year.

The structure of product-related costs is notable because it can swing the overall cost profile. Product and other cost of revenue is inherently more variable and often carries a negative margin due to hardware costs or inventory adjustments. As you noted, this segment was negative in Q3 FY2025 (the three months ended October 31, 2024), with the Product and other gross margin landing at negative 57%. This negative margin was attributed to the depletion of higher-cost components procured earlier to mitigate supply chain issues.

Here is a breakdown of the key operating expense components for Q2 FY2026 and a recent comparable period:

Cost Category	Q2 FY2026 Amount (in millions)	Q2 FY2026 % of Revenue	Q3 FY2025 Amount (in thousands)
Total Revenue	$66.4	100%	$65,127
Sales and Marketing	$18.0	27%	$19,223
Research and Development	$11.5	17%	$13,640
General and Administrative	$7.7 (Implied from Total OpEx)	~11.6%	$7,400
Total Operating Expenses	$39.3 (Implied from OpInc)	~59.2%	$40,296

The total operating expenses for Q2 FY2026 were $39.314 million.

The major components driving the Cost of Revenue for subscription services include:

• Infrastructure costs, which saw a $0.6 million year-over-year increase in Q3 FY2025.
• Depreciation and amortization expense related to the service platform.
• Personnel-related costs for the service delivery team.
• Regulatory fees associated with telecommunications compliance.

The company is clearly focused on cost control, as evidenced by the R&D efficiency and the resulting margin expansion, which drove Adjusted EBITDA to $7.2 million in Q2 FY2026, an 11% margin on revenue.

Finance: review the Q3 FY2026 operating expense forecast against the Q2 actuals by next Tuesday.

Ooma, Inc. (OOMA) - Canvas Business Model: Revenue Streams

You're looking at the financial backbone of Ooma, Inc. as of late 2025, specifically how the company takes in money. The model is heavily weighted toward recurring income, which is exactly what you want to see in a cloud communications platform.

For the full fiscal year 2025, Ooma, Inc. reported total revenue of $256.9 million. The core of this is the Subscription and services revenue, which hit $238.6 million for FY2025. This stream represented 93% of the total revenue. This recurring revenue grew from $221.6 million in fiscal 2024. The Ooma Business segment saw its subscription and services revenue grow by 13% year-over-year in FY2025. The platform supports over 1.2 million users.

Here's a quick look at the top-line financial performance for FY2025:

Metric	Amount (FY2025)
Total Revenue	$256.9 million
Subscription and Services Revenue	$238.6 million
Subscription and Services as % of Total Revenue	93%
Implied Non-Subscription Revenue (Devices/Other)	$18.3 million (Calculated)
Adjusted EBITDA	$23.3 million

The remaining portion of revenue, about 7% of the total, comes from other sources, which include the sale or rental of on-premise devices and end-point devices. Honestly, that hardware component is secondary to the service fees.

The subscription revenue is generated through several key channels, which you should map out:

• Monthly recurring fees from Ooma Business (UCaaS).
• Monthly recurring fees from Ooma Residential (Telo).
• Wholesale platform fees and usage-based revenue derived from the 2600Hz acquisition.
• Higher-tier subscription revenue from Ooma Office Pro and Pro Plus adoption.

The growth in the subscription base, particularly in the business segment and following the 2600Hz acquisition, is what drove the increase in subscription revenue from $221.6 million in the prior year. Finance: draft a projection for the non-subscription revenue percentage for Q1 FY2026 by next Tuesday.